---
title: Build Your Elite Sales Organization With Entrepreneur Don Wenner
description: Don Wenner took what he learned in 'Traction' and EOS to build 12 of his own elite organizations. Hear how he did it on The Sales Podcast.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-7647920.jpg
---

[Skip to content](https://thesaleswhisperer.com/blog/don-wenner#main-content)

[![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/)

- Work With Me
  
  Show submenu for Work With Me 
  
    - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up)
    - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever)
    - [HANK The AI](https://thesaleswhisperer.com/hank)
    - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak)
    - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix)
    - [Start](https://thesaleswhisperer.com/start)
    - [Blog](https://thesaleswhisperer.com/blog)
    - [The Daily](https://thesaleswhisperer.com/daily)
- [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker)
- [Podcast](https://thesaleswhisperer.com/podcast)
  
  Show submenu for Podcast 
  
    - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests)
- [About](https://thesaleswhisperer.com/about)

Open main navigation

Close main navigation

- Work With Me
  
  Show submenu for Work With Me 
  
    - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up)
    - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever)
    - [HANK The AI](https://thesaleswhisperer.com/hank)
    - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak)
    - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix)
    - [Start](https://thesaleswhisperer.com/start)
    - [Blog](https://thesaleswhisperer.com/blog)
    - [The Daily](https://thesaleswhisperer.com/daily)
- [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker)
- [Podcast](https://thesaleswhisperer.com/podcast)
  
  Show submenu for Podcast 
  
    - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests)
- [About](https://thesaleswhisperer.com/about)
- [Get The Daily](https://thesaleswhisperer.com/daily)

[Get The Daily](https://thesaleswhisperer.com/daily)

 Jul 01, 2021

# Build Your Elite Sales Organization With Entrepreneur Don Wenner

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/don-wenner) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/don-wenner) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/don-wenner) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/don-wenner) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/don-wenner)

## Solve problems and reverse risks to grow your sales.

---

***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***

 

## **[Sales-Making Tips](https://thesaleswhisperer.com/blog/entrepreneurs-move-on-purpose)** you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...

- Successful salesman in real estate
- Grew up lower-middle-class
- Was selling donuts to classmates
- Studied to be a financial advisor
- Waited tables
- Was recruited into the ADT sales business
- Made $5,280 for his first two weeks
- Made a sale for every 51 doors he knocked on

 

[![Score My Pipeline](https://no-cache.hubspot.com/cta/default/443614/interactive-178194433547.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLKuJhtX8Yf5grBVevLUoMFQapDISClBYFmLQhFFB0IbERc1UTo1vmYj8253vRxhNb5SEFdVV%2F0ULwEmDIVgNGq%2BV6VgN4%2Bjgta%2F9Cwn7aPMIKrn63py60B0r7D7Y%2BliayWASyHKj9WMorOF9vDFEze2XO2TPyg0LCeIaV%2BXS%2Fw541TikYIkBhyXRe4iDy5qB%2FyKzC86imBa&webInteractiveContentId=178194433547&portalId=443614)

 

> If I get in front of people, good things will happen.”

- Learned about USPs—Unique Selling Propositions—from Dan Kennedy
- Got his license at the peak of the real estate market in 2006
- Risk reversal
- Became a home flipper
- He met with motivated home sellers
- Offered solutions
- He was a problem-solver
- Flipped as the market went down
- Acquired when the market bottomed to build his portfolio
- He focused on the lower end of the market
- You have to know your market
- He focused on selling and built a team to support him in the other things
- He hired his first assistant right away and quickly had three full-time assistants within three months of getting into real estate
- Soon he couldn't handle all the leads
- He [hired salespeople](https://thesaleswhisperer.com/blog/john-pyke-personality-test-sales-recruiting) while he did the inside lead generation
- Was always reading and learning about sales and leadership
- About 10 years ago he was about a 25-person company
- Read "[Traction: Get a Grip On Your Business](https://amzn.to/3cK1HOm) "

[![Traction book on The Sales Podcast 298](https://thesaleswhisperer.com/hs-fs/hubfs/Traction--The-Sales-Podcast-%23298.png?width=1348&name=Traction--The-Sales-Podcast-%23298.png)](https://thesaleswhisperer.com/blog/gino-wickman-traction-book-review)

- Applied EOS and grew beyond that
- Built the tools he needed to grow
- Has refined it into the Elite Execution System
- Didn't make a real estate sale for five months
- Sold ADT on the side
- If I get in front of people, good things will happen.
- Stop making excuses
- Had confidence he could bring value
- Developed a team
- He had a strong value proposition
- He looked the part and had the literature to back up his persona
- Be a good listener
- Four quadrants of business success 
    - Strategy
    - People
    - Acceleration...
- Inc 5000 nine years in a row
- Discipline must run through your organization

![yes\_Daily\_Discipline\_wes-schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/yes_Daily_Discipline_wes-schaeffer.jpg?width=522&height=522&name=yes_Daily_Discipline_wes-schaeffer.jpg) 

- He's created 12 business lines
- Nothing is theoretical

## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)

- Order "[Building an Elite Organization: The Blueprint to Scaling a High-Growth, High-Profit Business](https://amzn.to/3gqPtML)"
- Visit DLP Elite
- Build an Elite Organization

[![Twelve weeks. Live deals. We start in 48 hours. Book The Fit Call](https://no-cache.hubspot.com/cta/default/443614/interactive-184500196010.png)](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLIbiMRb5z1CKyNjJlyBj3o6CTVED%2BegdE1Ac5eMnyxFJajIkMud7o2ATyKDLmNHPpC0%2Fqis0OSHslT2YMdDxf06dgqDl%2FMZGBCZt35HU14YdloYg3IwnBYjv4Ald1V2GJBC4Jju%2FM2S%2FXINOT6A%2Bp7o%2FDcUx%2BTHOoTQuXNXVgBK185Kb%2BnSHaIbDtY1psK433sxInYQ9SiYwyYKno74HuiW&webInteractiveContentId=184500196010&portalId=443614)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## Related posts

[![](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Yakov%20Savitskiy%20The%20Sales%20Podcast%20253.png?height=200&name=Yakov%20Savitskiy%20The%20Sales%20Podcast%20253.png)](https://thesaleswhisperer.com/blog/yakov-savitskiy-the-sales-podcast)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Yakov Savitskiy Shares Why 'Everyone's In Sales'](https://thesaleswhisperer.com/blog/yakov-savitskiy-the-sales-podcast)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 May 17, 2017

Write it down and set your mind to it Sales Tips you'll learn in The Sales Podcast... Sales...

[Read more](https://thesaleswhisperer.com/blog/yakov-savitskiy-the-sales-podcast)

[![From Broadway Bass To a Solid Base, Meet Marc Ensign | The Sales Podcast with Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Marc%20Ensign%20went%20from%20Broadway%20to%20his%20way%20in%20sales%20and%20marketing.png?height=200&name=Marc%20Ensign%20went%20from%20Broadway%20to%20his%20way%20in%20sales%20and%20marketing.png)](https://thesaleswhisperer.com/blog/marc-ensign)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [From Broadway Bass To a Solid Base, Meet Marc Ensign](https://thesaleswhisperer.com/blog/marc-ensign)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Apr 03, 2017

Consider It Done Business Growth Tips you'll learn in The Sales Podcast... How to get the...

[Read more](https://thesaleswhisperer.com/blog/marc-ensign)

[![Design Pickle's Russ Perry Is The Sober Entrepreneur — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-5855875.jpg?height=200&name=pexels-5855875.jpg)](https://thesaleswhisperer.com/blog/russ-perry)

[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)

## [Design Pickle's Russ Perry Is The Sober Entrepreneur](https://thesaleswhisperer.com/blog/russ-perry)

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) 

 Nov 29, 2017

Read your prospects to sell how they want to buy

[Read more](https://thesaleswhisperer.com/blog/russ-perry)

```json
{
  "@context" : "https://schema.org",
  "@type" : "BlogPosting",
  "author" : {
    "@type" : "Person",
    "name" : "Wes Schaeffer",
    "url" : "https://thesaleswhisperer.com/blog/author/wes-schaeffer"
  },
  "dateModified" : "2026-07-03T15:29:53.222Z",
  "datePublished" : "2021-07-01T12:00:00.000Z",
  "headline" : "Build Your Elite Sales Organization With Entrepreneur Don Wenner",
  "image" : [ "https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-7647920.jpg" ],
  "mainEntityOfPage" : {
    "@id" : "https://thesaleswhisperer.com/blog/don-wenner",
    "@type" : "WebPage"
  },
  "publisher" : {
    "@type" : "Organization",
    "logo" : {
      "@type" : "ImageObject",
      "url" : "https://thesaleswhisperer.com/hubfs/wes-header-lockup.png"
    },
    "name" : "Fixer Wes"
  }
}
```

```json
{
  "@context" : "https://schema.org",
  "@id" : "https://thesaleswhisperer.com/#organization",
  "@type" : "Organization",
  "founder" : {
    "@id" : "https://thesaleswhisperer.com/#wes"
  },
  "legalName" : "TSW Group, Inc.",
  "logo" : {
    "@type" : "ImageObject",
    "url" : "https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%20The%20Business%20Fixer%20white.png"
  },
  "name" : "The Sales Whisperer®",
  "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ],
  "url" : "https://thesaleswhisperer.com/"
}
```

```json
{
  "@context" : "https://schema.org",
  "@id" : "https://thesaleswhisperer.com/#website",
  "@type" : "WebSite",
  "name" : "The Sales Whisperer®",
  "potentialAction" : {
    "@type" : "SearchAction",
    "query-input" : "required name=search_term_string",
    "target" : {
      "@type" : "EntryPoint",
      "urlTemplate" : "https://thesaleswhisperer.com/hs-search-results?term={search_term_string}"
    }
  },
  "publisher" : {
    "@id" : "https://thesaleswhisperer.com/#organization"
  },
  "url" : "https://thesaleswhisperer.com/"
}
```

```json
{
  "@context" : "https://schema.org",
  "@id" : "https://thesaleswhisperer.com/#wes",
  "@type" : "Person",
  "alternateName" : "The Sales Whisperer",
  "image" : "https://thesaleswhisperer.com/hubfs/wes-suit-forward.jpeg",
  "jobTitle" : "Founder",
  "name" : "Wes Schaeffer",
  "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ],
  "url" : "https://thesaleswhisperer.com/about",
  "worksFor" : {
    "@id" : "https://thesaleswhisperer.com/#organization"
  }
}
```